3.0. REVIEW OF LITERATUREAccording to James F. Engel and Roger D Blackwell, (1986), noted that the behavior is likely to show variations from individual to individual, from product to product and from an individual of one region to individual of another region. Thus analyzing the consumer behavior is a prerequisite though the process is highly complicated. At the same time, a firm’s ability to establish and maintain satisfying exchange relationships depends on the level of understanding of buying behavior. Thus, buying behavior is the decision process and acts of people involved in buying and using products.

According to R. Crain and F. Danzig, (1987-Aug), the management of Procter and Gamble stated: “Our business is based on understanding the consumer and providing the kind of products that the consumer wants. We place enormous emphasis on our product development area and our marketing area and on our people knowing the consumer”

According to Ronald R. Gist, (1974), consumer is the principal a priori of business. The efficiency, with which a free market system of enterprise operates, in the last analysis, depends upon the extent of consumer understanding possessed by the business community.

According to Peter F. Drucker was apt in saying, “It is the consumer who determines what a business is… what the customer thinks he is buying, what it produces and whether it will prosper.”According to Adam Smith that, “consumption is the sole end and purpose of all production”According to Glenn Walters, (1974), consumer behavior may be defined as that behavior exhibited by people in planning, purchasing and using economic goods and services. Consumer behavior is an integral part of human behavior and cannot be separated from it. In fact, the consumer behavior is a subset of human behavior. This does not mean that all human behavior is consumption-oriented. Human behavior refers to the total process by which individuals interact with their environment.

According to Ibid, consumer behavior or buyer behavior is the process by which individuals decide whether, what, when, where, how and from whom to purchase goods and services.According to Baker, (1971), the membership in such groups often modifies the behavioral responses of an individual. These modifications, in turn, are caused by factors such as psycho-sociological and/or socio-psychological. Study of these influences has created a whole new field of marketing, usually referred to as “consumer behavior”.

According to John A. Howard and Jagadish N. Sheth, (1969), it is a usual behavior with most consumers to have the general objective of creating and maintaining a collection of goods and services that provides current and future satisfaction. For example, an average adult must make several decisions daily regarding food, clothing, shelter, education, transportation, etc. but when they make decisions, buyers use different decision-making behaviors. The various types of consumer decision making vary considerably and are classify as follows: routine response behavior, limited decision making and extensive decision making.

According to Maslow, (1954), a consumer buys a particular product because he is influenced by certain motives. Motive is a strong feeling, urge, instinct, desire or emotion that makes the buyer to react in the form of a decision to buy. For that matter, every human activity is motivated and is not spontaneous. Consumers, for example, are goal-seekers who gratify their needs by purchases and consumption. In other words, needs are the motivational elements behind purchase. The needs were classified by Abraham H. Maslow, in a pyramid form known as ‘Hierarchy of Needs’. According to Wikipedia, “Buyer Person as are fictional characters created to represent the different user types within a targeted demographic, attitude and/or behavior set that might use a site, brand or product in a similar way. Personas are useful in considering the goals,...

YOU MAY ALSO FIND THESE DOCUMENTS HELPFUL

...September 7, 2012
Laptop Comparison
Computers in general in their retrospective are making a big role in schools but the most popular now a day is the laptop. Schools need well performing and reliable laptops to use for everyday school work. The local school district needs about thirty laptops and they have a 20,000 dollar budget. The two laptops I have in mind are the, Hp-Pavilion (Model: m61035dx) and the...

...
1
RETAIL INSTITUTION BY OWNERSHIP
*Retail institutions can be classified by ownership: independent, chain, franchising, leased department, vertical marketing system, and consumer cooperative.
*An independent owns only one retail unit. Since only one store location is involved, a detailed list of specifications can be derived for the best location and a thorough search can be undertaken. The one store location also lowers investment costs for leases, fixtures, employees,...

...Ngan Tran
Professor: Suzanne Woodward
Laptop
Portable computers (laptops/notebooks) were invented to fulfill the demand of professionals for the ability to work without being in front of one’s desk. They have increased their presence in places that people could not have imagined just a few decades ago such as private homes, cafeterias, restaurants, and airport. They have been popular in college campuses for a while now without being criticized too much by...

...testable model based on “control and self-regulation theory” principles. This model suggests change related cause and effect link between sense making, readiness, interpretations and related efforts. Research has been done on two motivational theories’ reviews and classification concepts of sense making, interpretation and readiness. Results of the research suggest different propositions explaining the mechanism of self- regulation interactions. In the end, research also...

...Ch. 9: Critical Thinking
1. What organizational method might you use to arrange main points for speeches with the following specific purpose statements
To inform my audience of the causes and effects of Parkinson’s Disease Casual Order because the speech is describing of causes and effects
To inform my audience about the major kinds of symbols used in Native American art Topical order because major kinds of symbols can be divided into subtopics
To persuade my audience about that...

...This research paper will use intra-entity basis (within the company) and industry (differences between entities within the industrial product industry) analyses to examine the competitiveness of Choo Bee Metal Industries Berhad (CB). Ann Joo Resources Berhad (AJ) will be used for comparative studies.
It begins with the external environment analysis, followed by industry attractiveness (Porter’s Five Forces) and SWOT analysis. The main focus is evaluating CB from the accounting management...

...A Very Confidently Written Novel
As I Lay Dying
WILLIAM FAULKNER
Vintage, 267 pages, $16.95
BY DANIEL TURINO
This review is of the novel As I Lay Dying written by William Faulkner. William Faulkner was born in New Albany, Mississippi and was the first born of four sons. He was born on September 25th, 1897 and died on July 6th 1962 in Byhalia, Mississippi at the age of 64. Faulkner has published many novels in his career. Reaching a variety of genres, for example, As...